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The playbook is the ultimate success tool for an SDR.
Through this training course you will learn:
What the standards are for an SDR Buyer Personas SDR Framework SDR Touch Pattern SDR Qualification SDR Handoff
It is important that you learn the playbook and how to use it in your job. This is a 3 week training course where you will learn the concepts mentioned above.
Your manager will create an issue for each of the topics above to track the SDR’s progress by copying the content from the
raw markdown source.
PLEASE NOTE - You will be assigned the Grovo tests once you have a Grovo login created.
Create a daily study plan to make sure you understand all the material included in the playbook and to complete all the tests/exercises.
You should understand these concepts by the end of week one:
Standards for an SDR Buyer Responsive Messaging Buyer Personas Value Propositions Use Cases
Understanding the buyer tools Day 2
You should be able to understand these concepts by the end of week 2
Framework Process Pre-Outreach Prep
Tests:  Grovo Test 2  Create two research documents by following this framework  Outside of the playbook, but also involved in your research is understanding what makes us different in the market. Create a differentiator document on what makes GitLab different from our competitors following this framework
Framework Tools Day 3
You should be able to understand these concepts by the end of week 3
Touch Pattern Qualification Handoff
Tests:  Grovo Test 3  Create an initial outreach email for a specific persona following this framework  Create a voicemail using this framework  With your manager, articulate how you would handoff a prospect to an AE (Manager will check this one off)